Pipeline Council Agent

A day before pipeline council, the agent starts building the report. This gives everyone time to read the numbers before the meeting, so the discussion can focus on what to do about them.

• Trigger: The day before pipeline council
• Timing: One day ahead of the meeting

Next, the agent pulls the pipeline created during the reporting period. It uses created pipeline rather than closed pipeline, so marketing, SDR, and rep-sourced motions are compared on the same basis.

• Include: Pipeline created during the reporting period
• Measure: Created pipeline rather than closed pipeline

The agent then pulls the source and segment from the account linked to each opportunity. Looking at source within each segment avoids making a channel look stronger simply because it generated pipeline in larger accounts.

• Fields: Source and segment
• Account: The account linked to each opportunity

Using the opportunity and account data, the agent reports how much pipeline each source generated within each segment. It includes both the opportunity count and pipeline value, so the council can compare volume and value on the same view.

Once the source report is ready, the agent compares it with the same report from the last period. It names the sources that moved most and states how much their opportunity count and pipeline value changed, while leaving out small changes.

Before the meeting, the agent emails the source report and the largest period changes to the pipeline council members. Everyone receives the same numbers ahead of time, so the meeting can focus on what the team wants to change.

• Recipients: The pipeline council members
• Includes: Pipeline generation by source and segment, plus the largest changes from last period
• Timing: Before the pipeline council meeting